Marketing in Turbulent Environments: Decision Processes and the Time-Sensitivity of Information

Glazer, Rashi; Weiss, Alien M.

doi:10.2307/3172694

Cited by 136 publications

(87 citation statements)

References 12 publications

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“…The role of decision making becomes increasingly uncertain and demanding as the organization finds that it must compete in a turbulent environment (Achrol & Stern, 1988;Glazer & Weiss, 1993). With increasing turbulence, the need for information processing increases (Tushman & Nadler, 1978), as does the level of information exchange (Daft & Lengel, 1986;Menon & Varadarajan, 1992).…”

Section: Determinants and Consequencesmentioning

confidence: 99%

Developing the organization's sensemaking capability: Precursor to an adaptive strategic marketing response

Neill

McKee

Rose

2007

Industrial Marketing Management

110

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Effective strategic planning demands that organizations develop an understanding of the forces shaping the situation by engaging the collective efforts and interpretive capabilities of various representatives of the organization. This study investigates the mechanisms by which such an understanding develops and, subsequently, shapes marketing strategy. Specifically, organizations are examined as sensemaking units stimulated by perceived environmental turbulence, cultural open-mindedness, and team functional diversity. These factors are modeled as determinants of an organization's sensemaking capability, which is comprised of communicative, interpretive, and analytical dimensions. This study argues that a developed sensemaking capability increases the potential range of strategic responses and, ultimately, enhances customer-based performance. The results from a sample of wholesale distributors suggest that organizations that maintain greater internal variety are better able to sense and respond to the environment.

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Section: Determinants and Consequencesmentioning

confidence: 99%

Developing the organization's sensemaking capability: Precursor to an adaptive strategic marketing response

Neill

McKee

Rose

2007

Industrial Marketing Management

110

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“…In the market, as a core scenario, there are variables, that according to Glazer & Weiss (1993), provide much information to a lesser or greater extent. Therefore, the management of each piece of information and its assessment can be critical for planning the whole project.…”

Section: Technical Perspective: Information As a Marketing Managementmentioning

confidence: 99%

Rethinking the information dimension of marketing

González-Valiente¹,

Pacheco‐Mendoza

2017

Biblios

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This article discusses the information dimension of marketing from a technical, theoretical and behavioral perspective. It also comments the relationship between marketing and the library and information science (LIS). It is an exploratory and descriptive study and its qualitative approaches are carried out through classic documentary analysis. From the technical perspective, it addresses the presence of information in all marketing management processes, from market research to the final preparation of the marketing plan. From the theoretical perspective, it addresses the frameworks for marketing information processing, the influence of the information value theory and the application of techniques from dissimilar areas of study to analyze the information. From the behavioral perspective, it shows empirical evidence of human information behavior of marketing managers and other actors, based on cognitive and social viewpoints. Regarding disciplinary relations, marketing and LIS share theories related to information behavior, information management, and systems analysis and design. The marketing approaches is more noticeable on LIS studies than LIS approaches on marketing studies, considering the analysed literature. Information, as a link between both disciplines, makes way to delve into new research, academic and practical scenarios. Repensando la dimensión informacional de la mercadotecnia ResumenEn este artículo se aborda la dimensión informacional de la mercadotecnia desde una perspectiva técnica, teórica y comportamental. También se profundiza en las relaciones entre la mercadotecnia y la Bibliotecología y la Ciencia de la Información (BCI). Es un estudio exploratorio-descriptivo, cuyos abordajes cualitativos se realizan mediante el análisis documental clásico. Desde la perspectiva técnica se aborda la presencia de la información en todos los procesos de gestión mercadotécnica, desde la investigación de mercados hasta la confección final del plan de mercadotecnia. Desde la perspectiva teórica se hace alusión a los marcos para el procesamiento de la información de mercado, la influencia de la teoría del valor de la información y la aplicación de técnicas provenientes de disímiles áreas de estudio para analizar la información. Desde la perspectiva comportamental se exponen evidencias empíricas de comportamiento humano informacional de los gestores de mercadotecnia y otros actores, a partir de las aristas cognitiva y social. Relativo a las relaciones disciplinares, se percibe que la mercadotecnia y la BCI comparten teorías asociadas al comportamiento informacional, la gestión de información y el análisis y diseño de sistemas. El enfoque de la mercadotecnia es más notable en los estudios de BCI que en enfoques de BCI sobre estudios de mercadeo, considerando la literatura analizada. La información, como nexo entre ambas disciplinas, abre un camino para profundizar en nuevos escenarios investigativos, académicos y prácticos.

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“…All definitions of market orientation are divided into six stages: the decision process (e.g. [50], [23], [24]); information gathering (e.g. [35], [36], [33], [2], [62]); corporate culture (e.g.…”

Section: Literature Reviewmentioning

confidence: 99%